Many (if not most) rep agencies started out as one-person rep firms. Starting and growing sales, increasing your customer base and adding new lines can be very exciting times. Often the most difficult thing for the new “one-person” firm to do, is to finally jump in — to make the difficult decision to just do it. All of the successful reps that have made this choice, say to me: “Gee, I wish I had done this years earlier!”

One-person reps have to do it all, thus quite literally earning the name “ultra multitaskers.” They are able to balance and juggle all aspects of running a professional manufacturers’ representative firm. They are pros at selling, managing principal relationships, tracking the financials, reporting, marketing the rep firm, and essentially, at satisfying everyone’s needs.

As success continues, the one-person rep firm faces many growth-related decisions. As they add new lines and new customers, their company grows and becomes more profitable. They then have to decide: Do I need to hire another person? Do I want to hire another person? Should I hire an inside sales/support person? Should I hire an outside salesperson (employee vs. 1099)? Should I consider a soft merge with another small rep company? Am I meeting the demands of my customers and satisfactorily growing sales for my principals?

One-person reps are great at time management. The best reps allow for and schedule in time to educate themselves, not only about the products they sell, but also on how to manage and run a successful and professional agency. Even though they are a one person company, they still do strategic and business planning, and know the critical importance of succession planning. (Succession planning is extremely difficult for the one-person rep firm, by the way.)

MANA can help with all needs and challenges faced by both one-person rep firms and large multi-office agencies. In addition to one-on-one support, we offer special reports, seminars, conferences and a wealth of information (on our website) to assist you. Please call on us to help you create even greater business success.

Good luck and good selling.